"Sean, my neighbor sold last year without giving the buyer a dime. Why is my agent telling me to offer money?"

I've gotten some version of this question from almost every seller I've talked to this summer. And it makes sense — a year or two ago, Bellingham sellers didn't need to offer anything. Buyers were competing for homes, not the other way around.

That's shifted.

What Buyer Concessions Actually Are

A concession is money or value you agree to give the buyer as part of the deal, on top of the sale price itself. It's not a discount on your home — it's a separate line item that helps the buyer get to the closing table.

The most common forms I see in Whatcom County right now:

- Closing cost credits — you cover some of the buyer's lender fees, escrow charges, title insurance, or recording fees

- Rate buydowns — you pay for discount points that lower the buyer's mortgage rate, sometimes just for the first year or two

- Repair credits — instead of fixing something yourself before closing, you give the buyer cash to handle it after

- Home warranty coverage — a year of coverage on major systems and appliances, usually a few hundred dollars

None of these come out of thin air. They're negotiated, and they show up on the closing statement just like everything else.

Why More Bellingham Sellers Are Doing This Right Now

Bellingham had roughly 863 active listings in April 2026, compared to 753 the same month last year. More homes on the market means buyers have options, and options mean negotiating power.

Homes here are also sitting longer than they were. Sellers are still getting close to full asking price in most cases, but the days of a home going pending in a weekend are behind us for now.

I tell my sellers this: a concession is usually cheaper than a price cut.

Say your home is priced at $650,000. Cutting the price by $10,000 lowers what you walk away with by the full $10,000, and it resets your home's price history for anyone tracking it online. Offering $10,000 toward the buyer's closing costs solves the buyer's real problem — cash to close — without dropping your number publicly.

It's a different tool for a different job.

How to Decide What (and Whether) to Offer

Not every listing needs a concession. Some of my Bellingham clients still get clean offers with no asks attached, especially on well-priced homes in good condition in neighborhoods like Fairhaven, Edgemoor, or South Hill.

But if you're getting showings without offers, or offers that stall out during financing, a concession is often the thing that moves a buyer from "interested" to "under contract."

A few things I walk sellers through before we decide:

- What's actually stalling buyers? If it's the mortgage rate, a rate buydown does more good than a blanket closing cost credit.

- What does your Seller Net Sheet look like with and without it? I run both scenarios so you're comparing real numbers, not guessing.

- Does the concession need to be offered upfront, or held in reserve? Sometimes it's smarter to list clean and offer a credit only if we don't get traction in the first two weeks.

One thing worth knowing: a concession doesn't lower what you owe in Washington's Real Estate Excise Tax. REET is calculated on your home's full sale price, not your net proceeds, so a $10,000 closing cost credit doesn't reduce that line item the way a price cut would.

This is exactly the kind of math I go through with sellers before we settle on a listing strategy — not after an offer comes in and you're deciding under pressure.

Frequently Asked Questions

Are seller concessions the same thing as a price reduction?

No. A price reduction lowers your home's list price and becomes part of the public sale history. A concession is a credit or benefit given to the buyer separately, and it doesn't change your home's recorded sale price the same way.

How much should I offer in concessions?

Your specific number depends on your home's condition, price point, and how it's showing — that's where running your net sheet with real numbers matters.

Do concessions come out of my sale price or get added on top?

They come out of your proceeds at closing, just like your commission or REET. Your home still sells for the agreed price, but a portion of what you'd otherwise net gets redirected to cover the buyer's costs.

Is there a limit to how much I can offer a buyer in Washington?

Lenders cap concessions as a percentage of the sale price, and the exact limit depends on the buyer's loan type — conventional, FHA, and VA loans each have different caps. This is something your buyer's lender ultimately governs, not something you set unilaterally.

Will offering a concession make buyers think something's wrong with my house?

Not on its own. Concessions are common enough right now that most buyers and their agents read it as a sign you're motivated and realistic, not that there's a hidden problem. Pairing a concession with a clean inspection and accurate Seller Disclosure Statement (Form 17) keeps that impression intact.

If you're weighing whether a concession makes sense for your home, I'd be happy to run your numbers both ways before you list. No pressure. No obligation. Just real numbers so you can make an informed call. Reach out anytime at seanhackney@nexthomenwliving.com

— Sean Hackney

NextHome Northwest Living

Bellingham & Whatcom County Real Estate

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About Sean Hackney

Sean Hackney is a Bellingham-based REALTOR® with 23 years of experience specializing in luxury, waterfront, and historic properties throughout Whatcom County. Affiliated with NextHome Northwest Living, Sean brings deep local knowledge and a relationship-first approach to every transaction. Watch Sean's local market videos at youtube.com/@LivinginBellingham, read client reviews at SeanHackneyReviews.com, or connect at SeanHackneyHomes.com.